Leader - Sales Operations - Logistics

Operations & Enablement :

- Develop training and onboarding curriculum for Sales and ensure proper onboarding of the AEs and other Sales team members

- Develop the Sales Playbook which helps define sales motion and keep it current. This includes defining and setting criteria for prospecting, booking, churn, upsell, downsell, documentation requirements etc.

- Develop and lead the operational cadence of all key sales operation activities including forecasting, quarterly business reviews and operational metric reviews

- Own and manage sales tech stack (including CRM) for forecasting, prospecting, deal management, and close process.

- Select tools, administration of the same based on 'need to know', ensuring completeness and integrity of data in the tools, updates and upgrades to the process and stack based on the leadership and cross functional decisions

- Own the contract and proposal tracking processes end to end. Track contracts created outside of CPQ (the exceptions) and bake into CPQ at a regular cadence

- Manage sales vendor relationships

- Partner with Finance for monthly financial books closing

- Partner with other functions for automation and integration of systems

- Continually strive to improve all Sales Operations processes and programs, gathering facts, diagnosing problems, proposing solutions to senior management

- Work closely with Finance, Marketing, Customer Success and Product Management on inter-related projects and initiatives

Quota management, Sales capacity planning & Commissions :

- Partner with CRO and Sales leaders to allocate resources, assign performance targets and develop plans to achieve targets at all levels

- Lead capacity planning based on the Sales targets - quota allocation, geography allocation, hiring plan for the target Sales bookings

- Track and optimize quota attainment including reporting to the AEs in a timely manner

- Develop (in partnership with Finance and Sales) Sales Compensation plan. Commission calculation based on such plan and work with Finance/HR for the payout of the same as per policy (VCP and commision management)

Forecasting, Analytics, Reporting & Intelligence :

- Develop Sales forecasting model and publish forecasting at agreed interval

- Report on Sales KPIs to the management

- Provide actionable proactive intelligence:

- To the sales team during prospecting, selling and closing the deals

- To sales leadership and management providing insights and KPIs based on short and long term sales data, call notes, gong recordings, churned customers and more

- On competition with respect to prospects and customers

- Other management reporting as required

Measures of Success :

- Sales KPI reporting and optimisation (booking, revenue, pipeline, NRR) vs Forecast & Plan

- Sales Productivity KPI and optimisation (CAC:LTV for sales and rep level productivity data)

- Proactively publish renewal calendar to the sales team and management

- Sales Interlock KPI's and optimisation (Finance handoff, CS Hand off KPI's)

- Sales Intelligence (By product / by vertical / by geography / Xsell / new sale / by competitor)

- Budget vs Actual for all sales expense (direct & discretionary)